E-ChannelNews Podcasts

Send us a textJulian and Robin Ody, Principal Analyst at Canalys, discussed the importance of building relationships within the channel and the need for effective communication with resellers. Robin also provided a brief history of Canalys, its establishment in the late 90s, and its recent acquisition by Informa.Julian and Robin explored the transformative impact of AI on research and data analysis, highlighting the need for real-time data and the potential of AI to reveal insights. They discussed the applications of AI in enhancing workflows and client advisory services, while also raising concerns about data privacy and the quality of generative AI tools. They agreed that AI is still in its early stages, with significant advancements expected in the future.The conversation also covered the growth prospects for managed services, with Robin forecasting an 11% increase in 2024 and 13% in 2025, driven by demand for IT support and cybersecurity outsourcing. He identified around 90,000 MSPs globally and discussed the challenges they face in maintaining customer relationships and evolving their business models. Both pointed out the profitability landscape for MSPs and the trend towards integrated solutions, emphasizing the importance of innovation in the industry.

Send us a textAgain this year, we interviewed Jay McBain, Chief Analyst – Channels, Partnerships & Ecosystems at Canalys about the past year and upcoming trends in the tech channel industry. Jay covered a range of topics, beginning with the evolving focus of the Canalys events towards platform-based business models, emphasizing the need for vendors to recognize partners for their contributions beyond mere transactions. A survey highlighted that partners are increasingly prioritizing non-transactional activities, which reflects the complexity of the customer journey and the industry’s shift towards valuing collaborative efforts in achieving customer success.Concerns regarding the sustainability of the tech sector were raised, particularly in light of the alarming energy consumption of hyperscalers, which now surpasses that of the airline industry. Jay noted that many companies have scaled back their sustainability commitments due to the energy demands of generative AI. Local resource strains, such as water shortages linked to data centers, were also highlighted, alongside the need for better training in energy management to meet increasing demands. The urgency of addressing these sustainability challenges was underscored, especially as major companies may soon be required to publicly report their energy usage.Jay and Julian also explored the managed services industry’s growth, particularly in cybersecurity, while noting that a significant percentage of partners struggle with profitability. The competitive landscape is intensifying, with various service firms entering the managed services space. Additionally, they touched on the critical role of partners in the subscription economy, emphasizing the need for effective collaboration to maintain customer loyalty.The potential of AI was discussed, with projections indicating substantial market growth and opportunities for channel partners, particularly in AI-enhanced solutions. Overall, the data shows the importance of adapting to technological advancements and market dynamics to ensure sustained growth and profitability.Interesting as well to compare with his 2024 predictions here: https://www.e-channelnews.com/2024-predictions-from-jay-mcbain/

Send us a textAnother great interview with channel leader, Rob Rae, Corporate Vice President of Community and Ecosystems, at Pax8. Rob shared his positive outlook for 2024, particularly in cybersecurity and AI, noting a trend among small and medium-sized businesses (SMBs) towards more strategic planning and budgeting in these areas. He emphasized the need for managed service providers (MSPs) to effectively monetize AI technologies, while Julian highlighted the importance of MSPs becoming knowledgeable about AI to confidently address client inquiries. Both acknowledged that being a reliable source of information will be essential for MSPs as the industry evolves.The managed services sector is experiencing significant growth, with Canalys reporting increases in Professional Services Automation (PSA) and Remote Monitoring and Management (RMM) technologies. This growth is driven by rising demand from SMBs, prompting MSPs to adopt automation and AI to improve service delivery and scalability. However, the industry faces challenges in attracting and retaining skilled talent, as new workforce entrants often lack essential technical troubleshooting skills. Additionally, there is a noticeable shift towards newer PSA solutions, indicating a dynamic market landscape.Concerns about outages and downtime, even among major providers like Microsoft, have led some MSPs to reconsider cloud solutions in favor of on-premises systems, reflecting the ongoing evolution in the IT landscape, and highlighting the complexities of transitioning to new technologies while addressing sustainability challenges posed by cloud data centers.The conversation also touched on generational shifts in consumer behavior, particularly the influence of Gen Z on the workforce and purchasing decisions. Rob noted that Gen Z’s preferences for online shopping and engagement differ from previous generations, and they emphasized the need for MSPs to adapt their marketing strategies accordingly.Stay tuned for more on Pax8 in the upcoming months.

Send us a textEvgeniy talked about his “Architecting Success: The Art of Soft Skills in Sales” book, focusing on the concept of “exercise snacks” and its benefits for maintaining an active routine. He stressed the importance of regular follow-ups to explore the book’s themes further and the necessity of soft skills in sales and customer interactions. He also highlighted the need for security and IT professionals to communicate technical concepts in relatable business language to secure funding and support, as well as the importance of effective communication, particularly when discussing risk tolerance with executives.Check our previous episode with Evgeniy: https://www.e-channelnews.com/cybersecurity-defense-ecosystem-podcast-episode-5/To learn more on Cybersecurity Defense Ecosystem, visit: https://cybersecuritydefenseecosystem.com/

Send us a textJon Murchison, CEO at Blackpoint Cyber, a company founded by former intelligence officers dedicated to combating cyber threats, discussed how cyber threats are shifting to the cloud and how MSPs can ensure their protection is ready.He provided insights into the dynamics of professional hacking operations and stressed the need for robust identity management to prevent vulnerabilities, particularly in light of recent high-profile incidents like the MGM attack. The discussion also covered the complexities of cybersecurity, including the risks associated with aging infrastructure and supply chain vulnerabilities. He raised concerns about the lack of adequate managed detection and response (MDR) capabilities among many service providers, while Julian highlighted the ingenuity of bad actors in exploiting these vulnerabilities.They emphasized the importance of education and awareness in improving cybersecurity practices and called for a shift in mindset to better prepare for future challenges.Check out our past interview with Jon: https://www.e-channelnews.com/interview-with-blackpoints-ceo-jon-murchison/